Assessing Jay's Negotiation Skills
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Questions and Answers

Which of the following is NOT a method to reflect on negotiation performance?

  • Comparing actual outcomes with objectives
  • Reviewing the agreement achieved
  • Creating a contract management plan (correct)
  • Evaluating the performance of individuals and the team

    • What did Jay's manager emphasize as important in the negotiation with Maximus?

  • Achieving price savings
  • Receiving high-quality goods
  • Meeting sustainability objectives
  • All of the above (correct)

    • Why was Jay not able to book a proper meeting room for the negotiation?

  • Jay didn't have enough time to book a room (correct)
  • There were no available meeting rooms
  • The negotiation was impromptu
  • Jay forgot to book a room

    • What did Jay have to sacrifice in order to achieve a price reduction from Maximus?

    <p>All of the above</p> Signup and view all the answers

    Which type of negotiation approach focuses on maintaining a strong relationship after the negotiation?

    <p>Collaborative approach</p> Signup and view all the answers

    In which type of commercial relationships are negotiations often distributive and the relationship remains transactional afterwards?

    <p>Relatively distant and transactional relationships</p> Signup and view all the answers

    Which principle is suggested to support maintaining a strong relationship after a negotiation?

    <p>Leave open the option of future business</p> Signup and view all the answers

    Which of the following is a post-negotiation activity related to the closure stage?

    <p>Putting the final agreement in writing and getting sign-off from relevant parties</p> Signup and view all the answers

    Which of the following is NOT a role of the closure stage in commercial negotiations?

    <p>Providing an agenda for action and allocation of responsibilities</p> Signup and view all the answers

    Which of the following is a typical post-negotiation activity related to protecting relationships after the negotiation?

    <p>Adopting appropriate behavior to suit the future working position</p> Signup and view all the answers

    What is one improvement that could be made in the negotiation stage?

    <p>Spend more time preparing and produce a clear set of prioritized objectives using the MIL method.</p> Signup and view all the answers

    What is one lesson learned from the opening stage of the negotiation?

    <p>Ensure a suitable meeting space is booked and don't keep the other party waiting.</p> Signup and view all the answers

    What is one improvement that could be made in the testing stage of the negotiation?

    <p>Use probing questions during the testing stage to elicit more information about the feasibility and impacts of the desired outcome on price.</p> Signup and view all the answers

    What is one improvement that could be made in the agreement stage of the negotiation?

    <p>Ensure the specification is clearly stated in the newly agreed contract.</p> Signup and view all the answers

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